SellingProfile

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Business Leaders are constantly trying to ensure their staff are all aligned to the company's vision, culture and strategy. This will help them to deliver against their company and personal goals, allowing everyone to grow and enjoy the company's success. 


TRADITIONAL ASSUMPTION
​Work is inherently unpleasant, and the money they earn is more important to

employees than the nature of the job they are performing


INCORRECT CONCLUSION

People can be expected to perform any kind of job well if they are paid enough


Job Suitability
The key component driving the Effort-Performance-Satisfaction chain is job suitability, and this is often overlooked in favour of implementing a rewards system. If an employee is not suited the the job role they have been hired to fill, then there is a very high likelihood that they will not be aligned to the company's goals. This factor is even more critical in the sales area of a business, particularly when it comes to new business.

Where a salesperson is placed in a role that doesn't suit their abilities and traits, then they will eventually start failing and become a laggard within the sales team. This will have a negative impact on the team, the individual, the sales leader and the company's financial goals. It is vital that companies understand the characteristics and traits of all their salespeople to ensure they have their roles filled accurately.


TRADITIONAL ASSUMPTION
​Salespeople are economically motivated to work to earn as much as they can


INCORRECT CONCLUSION

An excellent incentive pay system is the motivational tool that will get results


ALIGNMENT AND SUCCESS

Job Satisfaction
The Porter-Lawler Motivation Model predicts that job satisfaction is determined by how an employee sees the value of the rewards they receive for the high level of performance they deliver. Therefore, the value of the reward helps to drive the employee's effort they put into their work. This in turn influences the level of performance. Companies are investing a lot of money today in reward and recognition programs to help drive staff performance.